Look, the truth is, b2b sales people all want the customer to have a sense of urgency when working with us. It simplifies the sales process because they are pushing to get things done.
So why are there times when the customer seems to be moving at the speed of a Glacier?
A lack of a sense of urgency to engage with you is due mostly by a lack of need for having a sense of urgency. What you need to see from your customers or prospects is one of four sources sparking a sense of urgency on their buying cycle.
Here are four sources of customer urgency…